Top Advisor Podcast

Mike Michalowicz, author and entrepreneur behind Profit First, who rebuilt his finances after business failures. He explains flipping accounting to allocate profit first. He describes the “small plates” system of multiple accounts. He contrasts owner’s pay with profit and shows how profit can help eradicate debt and change business behavior.

“Most financial advisors work too many hours for too little money for too many of the wrong clients.” – Bill Bachrach, CSP, CPAE . If you’re a financial advisor looking to grow your ideal practice, this session is a must-listen. We unpacked the power of building high-trust relationships and how just 50 ideal clients paying $20,000 a year can transform your business and your life. NOT LOOKING for this exact model?  Keep listening.  The principles, strategies, and tactics discussed can apply to any advisory model. It’s all about asking great questions, truly listening, and focusing on quality over quantity. Plus, we discuss practical strategies to transition from a busy, overwhelming practice to your dream client base. Unlock the roadmap to results and become the trusted advisor your clients deserve! Bill C. and Bill B. Discuss: Most advisors work too many hours for too little money and too many of the wrong clients. Want real change? Focus on fewer, ideal clients – quality over quantity. Build a business that funds your ideal life. Trust isn’t a sales tactic. It’s the foundation. Skip the features and benefits. Ask real questions and listen deeply. Human connection still trumps everything in the financial advisory world. “What’s important about money to you?” That simple question opens up a valuable conversation. Listen without rushing. Silence is powerful. Remember that sometimes people just need extra time to think before revealing what matters most. Referrals aren’t automatic. Clients need to trust you at the highest level before risking their relationships for you. Consistent follow-through and genuine care make the difference. Earn that bridge. AI is here, but human-to-human connection is what sets trusted advisors apart. Use technology for efficiency, but double down on listening and empathy. Be as analog and human as possible with your clients.

Most financial challenges aren’t math problems—they’re belief problems. In my recent podcast conversation with Corey Mosley, we talked about money stories: the beliefs people absorb early in life that quietly shape how they save, invest, earn, and even value themselves. Clients don’t always resist your advice because they “don’t get it.”Often, they resist because the advice conflicts with a story they’ve carried for decades. The same is true for advisors.Your beliefs influence how you price, position your value, and show up in conversations. When you help clients (and yourself) rewrite the story beneath the numbers, everything changes—clarity, confidence, and follow-through. Listen to the conversation and explore how money stories shape financial outcomes.

“To grow to an 8-figure business, you have to fire yourself – let go of doing all of the things that you think you have to do as the founder, as the advisor, and really let go so you can step into this visionary leadership role that most founders want to be in.” Julia Carlson In this conversation, Julia Carlson shares how she grew her practice from scratch, building a dynamic team and eventually stepping into a visionary leadership role (yes, “firing herself” in the process).  You’ll hear about her dedication to helping both retirees and entrepreneurs, her passion for holistic financial planning, and her mission to inspire 1,000 entrepreneurs to each give $1 million to causes they care about, ultimately creating a $1 billion movement for good. Whether you’re looking for insights on scaling a business, creating meaningful differentiation, building a powerful team culture, or simply finding happiness and balance as an advisor, you’ll find Julia brings both practical strategies and a refreshingly authentic perspective.  Bill and Julia Discuss: How leaders shift from rugged self-reliance to collaborative leadership as their firm scales. How her Retirement Readiness Checklist becomes a magnet for her Right-Fit Clients. The power of serving both pre-retirees and business owners and how this dual focus fuels deeper relationships. Why Julia chose organic growth over acquisitions and what that has meant for her firm’s culture, trust, and scalability. The impact of embedding generosity into a business model and how the $1 Billion for Good movement inspires teams and clients alike. Why modern advisors must blend investment + insurance + planning into one holistic approach. Sponsor: EPISODE SPONSOR: Oberle Risk Strategies www.Oberle-Risk.com/private-client   Connect With Julia Carlson LinkedIn: https://www.linkedin.com/in/thejuliacarlson/  Website:  https://www.thejuliacarlson.com/  Writers Island: https://www.writersislandtv.com/julia_carlson Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Tessa Santarpia:     Julia Carlson is the Founder and CEO of Financial Freedom Wealth Management Group, a nationally recognized firm ranked in the top 1% of the industry. An entrepreneur, speaker, author, and educator, Julia has become a respected thought leader on tax-efficient retirement strategies, distribution planning, and exit planning for business owners. She launched her firm at the turn of the century and has since built a reputation for exceptional client service and visionary leadership. Julia is the author of Money Loves You and has a new book forthcoming in February 2026: Let’s Get You Fired – How Entrepreneurs Scale to 8 Figures by Letting Go and Leading with Vision. Through her coaching and guidance, she helps entrepreneurs grow beyond the hustle, build companies that thrive without their constant presence, and create a legacy of generosity. Her bold mission: help 1,000 entrepreneurs scale to 8 figures and give $1 million each to causes they care about—fueling a $1 billion movement for good. A frequent voice in the media, Julia has been interviewed by Barron’s, Forbes, Financial Advisor Magazine, MSN, Reuters, InvestmentNews, USA Today, Yahoo! Finance, and Nasdaq. She has been named an InvestmentNews Women to Watch honoree, and a multi-year Forbes Top Women Wealth Advisor. She works from the firm’s office in the beautiful coastal community of Newport, Oregon, where she lives with her husband and their three children.

Tessa Santarpia, founder and CEO of VISUALIZEin360, specializes in neuroscience-based wellness and trauma-informed healing. In this enlightening discussion, she uncovers the power of negativity bias in financial decision-making and how it affects clients' perceptions of market threats. Tessa shares practical techniques for calming nerves and fostering trust, highlighting the importance of validating emotions. She also explores early money beliefs and offers strategies to cultivate a growth mindset, empowering both advisors and clients in their financial journeys.

Richard Weylman, author and consultant on client experience, shares how empathy and small, thoughtful actions create lasting client loyalty. He outlines the four keys to remarkable experiences and why great service is no longer enough. Hear practical low-cost tactics, communication frequency tips, and stories showing kindness leading to big referrals.

What can financial advisors learn from those guiding the world’s wealthiest and most complex families? And how can you position yourself as the advisor your A+ clients call first? In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships. 3 Key Takeaways: Advising ultra-wealthy families is about more than money. The right brain side –  trust, relationships, and emotional dynamics – is often where true value is built.  Being the “first call” advisor sets you apart. Learn how to position yourself so clients rely on you first – for both financial strategy and unexpected family challenges.  Legacy requires alignment. Rich’s brilliant tree rings metaphor shows families (and their advisors) how to connect future aspirations with present-day decisions in a meaningful, lasting way. Bill and Rich Discuss: Why speaking truth to power is essential for advisors who want lasting influence   Rich’s personal journey – from next-gen family business member to White House attorney to trusted family office advisor  Real-life examples of the unexpected roles a family office advisor can play – from finding rare medical specialists to supporting a cat with cancer  Why building a strong advisory team and collaborating across disciplines keeps you off the “replace” list  How to help families build sustainable, purpose-driven offices with the right people and plan  … And more! Connect With Rich Wolkowitz: Email: rich@xylogenesis.com LinkedIn:   https://www.linkedin.com/in/richardjwolkowitz/ Website:  https://www.xylogenesis.com Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Find Mitch Anthony’s books here! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy About Rich Wolkowitz:     Rich Wolkowitz is the Founder of Xylogenesis® | Family Office Advisory, bringing more than 25 years of first-hand experience working inside and alongside family offices of every type.  A third-generation member of his own family’s enterprise, Rich grew up learning about stewardship, responsibility, and the values of family leadership from his father. That early foundation shaped his career in law, business, and family office management. Rich began his legal journey at the White House before joining an AM 100 law firm, where he became an Equity Partner and Chair of the Hiring Committee. He specialized in international and domestic mergers and acquisitions, serving as outside counsel and trusted consigliere to public companies, private equity- and venture-backed firms, and family enterprises. He later stepped into his own family’s business and went on to lead two different single-family offices as a non-family executive.  Prior to founding Xylogenesis®, Rich managed a global family business consulting firm. Known for his ability to “speak truth to power.”  Rich now advises multigenerational families, their family offices, and teams of trusted advisors on the complex continuum of family, business, and legacy needs.

Standing out as a financial advisor requires more than credentials; it’s about clarity, connection, and purpose. How do you move from being “just another advisor” to someone clients instantly trust and want to work with? How do you stop competing on titles and start owning the problems your clients care about most? In this special 100th episode, Referral Coach Bill Cates interviews Derrick Kinney, bestselling author of Good Money Revolution and former top-ranked advisor, about the mindset and strategies that helped him scale his practice to the top 1% before transitioning into coaching advisors. Derrick explains how clarity of purpose, the right words, and emotional connection can transform an advisor’s business and make competitors irrelevant. Derrick discusses:  Why he sold his successful advisory practice to pursue writing, coaching, and media work The biggest mistake advisors make when introducing themselves and how to “own a problem” instead of relying on credentials How asking the right questions and not solving problems too quickly keeps prospects engaged and builds trust The importance of narrowing your focus, presenting yourself as a specialist, and connecting with clients’ pain points How visibility in media and storytelling can make competitors irrelevant and attract ideal clients …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Success for Advisors – 10 Conversation Mistakes guide Simple Teen Success – Teen communication & life skills resource Good Money Podcast with Derrick Kinney Good Money Revolution by Derrick Kinney Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Derrick Kinney: Website: Derrick Kinney LinkedIn: Derrick Kinney About Derrick Kinney: Derrick Kinney is widely considered one of the most engaging and down-to-earth money and business experts in the country. He built one of America’s top financial firms and helped countless clients become millionaires. Then, he sold it to give everyone access to his Middle-Class to Millionaire Playbook. As America’s Financial Educator, he’s a sought-after guest on top podcasts and a go-to expert on FOX, CNN, CNBC, and Yahoo Finance. He’s also the Wall Street Journal and USA Today bestselling author of Good Money Revolution.

Mitch Anthony, a renowned author and consultant in life-centered financial planning, dives into the art of storytelling for financial advisors. He emphasizes how emotional engagement trumps data in decision-making. Mitch discusses the importance of uncovering the client’s story first to build trust and connection. He introduces the concept of 'Return on Life,' shifting focus from mere ROI. With practical questions and relatable metaphors, he illustrates how to guide meaningful conversations, ultimately promising clients the best lives they can lead.

Financial advisors face the real challenge of proving their worth to clients who have more options and skepticism than ever before.  How do today’s top advisors cut through the noise, establish credibility, and attract clients in a way that actually works? In this episode, Referral Coach Bill Cates interviews Michael Kitces, Chief Financial Planning Nerd at Kitces.com and a leading voice in the advisory profession, about what truly moves the needle for financial advisors.  They tackle the foundational role of trust, the evolving meaning of holistic advice, effective tactics for client acquisition, and what separates advice-focused advisors from product-driven ones. The conversation also looks ahead at the future of financial planning and practical strategies advisors can use to grow their firms. Michael discusses: The essential role of trust in both building relationships and driving client acquisition How advisors can leverage “borrowed trust” through referrals and other trusted sources His mission to make advisors “better and more successful” The changing definition of a holistic advisor and the increasing importance of delivering real, advice-first value to clients versus just selling products Research-backed insights into which marketing activities effectively generate new clients and revenue for advisory firms …And more! Sponsors: SHOW SPONSOR: ProudMouth EPISODE SPONSOR: IronClad Family  |  Holistic Advisor Guide Resources:  RapidFire Referrals Get a copy of “The Language of Referrals” Get a copy of “Radical Relevance” Grab your copy of The Hidden Heist today! Connect With Bill Cates: BillCates@referralcoach.com Referral Coach Homepage Hire Bill for Coaching Enroll in The Cates Academy Connect With Michael Kitces: Website: Kitces.com Website: Focus Partners Advisor Solutions LinkedIn: Michael Kitces About Michael Kitces: Michael E. Kitces, MSFS, MTAX, CFP®, CLU, ChFC, RHU, REBC, CASL, is the Head of Planning Strategy for Focus Partners Wealth, a private wealth management firm located in St Louis, Missouri, that oversees more than $50 billion of client assets. In addition, he is the co-founder of the XY Planning Network, AdvicePay, fpPathfinder, and New Planner Recruiting, former practitioner editor of the Journal of Financial Planning, and the publisher of the e-newsletter The Kitces Report and the popular financial planning industry blog Nerd’s Eye View through his website www.Kitces.com, dedicated to advancing knowledge in financial planning. Michael is also a popular speaker on financial planning and practice management topics, and can be seen presenting at 50-70 regional and national conferences for financial advisors every year. Michael is one of the 2010 recipients of the Financial Planning Association’s “Heart of Financial Planning” awards for his dedication to advancing the financial planning profession. In addition, he has variously been recognized as financial planning’s “Deep Thinker,” a “Legacy Builder,” an “Influencer,” a “Mover & Shaker,” part of the “Power 20,” and a “Rising Star in Wealth Management” by industry publications. These awards were presented to honor Michael’s active work in the financial planning community. Michael is also a co-founder of NexGen, a community of the next generation of financial planners that aims to ensure the transference of wisdom, tradition, and integrity from the pioneers of financial planning to the next generation of the profession.